financial adviser prospecting Archives

This Is Why Most Centre-Of-Influence Referral Marketing Efforts Fail

by Tony Vidler When it comes to referral marketing efforts there are basically two types of consistent ongoing referrers you can cultivate: 1. happy & satisfied clients 2. centres-of-influence The second category is the one that many advisers struggle with particularly, and the reason they struggle is because they try to develope the […]

How to make yourself scarce…and more valuable!

by Tony Vidler A well established economic AND behavioural principle is that people generally will have higher demand for that which is relatively scarce. Less of something makes it more valuable, right? It is a pretty sound principle that consumers tend to have a higher want for what is perceived to be harder to get […]

2 Tips for Unlocking Linkedin Business Benefits

by Tony Vidler While loads of professionals have a linkedin account they haven’t realised the potential LinkedIn business benefits – and it is a business-to-business platform after all. I mean; that is what it exists for. Yet while many have created a presence they still struggle to make the transition from that to creating a […]

Staying The Course: The Importance Of Purpose

by Tony Vidler Everyone is busy being busy, but what is the point of it all? What is the purpose that drives all the business building activity? Businesses that experience superb growth typically have an owner, or owners, who have clarity of purpose and that purpose sits at the heart of everything they do. […]

8 Reasons Financial Advisers Should Have A Blog

by Tony Vidler Every financial adviser should have a blog by now…especially now when so many consumers have so many questions about money, and so much time to google them, and so many opinions to read that it is overwhelming. Becoming a trusted voice online has probably never been easier for an adviser in […]

Is that Prospect really a Prospective Client YET?

by Tony Vidler Oddly, many advisers do not quite get what a prospect is. They often think it is a name with a phone number. But is that enough for a prospect to really be a “prospective client”? Knowing their name and how to contact them? Somewhere on the path to professionalism some of […]

Are Advisers Overlooking The Obvious?

by Tony Vidler Advisers are racing to use new technologies and modify engagement & busines processes, and that is totally understandable. But there is a real risk of losing sight of the essentials and overlooking some basics. Like, answering a customer enquiry. Or helping your community in the way you can help best – […]

The 5 Essential Soft Skills For Professional Advisers

by Tony Vidler Technical knowledge will only take you so far, and sometimes (like when the world is in lockdown and there are no rational markets) they won’t tyake you anywhere at all. There are times when what you know just doesn’t matter. Knowing how to deal with people is all that matters sometimes. They […]

Prospecting: Reconnect to Create New Opportunities

by Tony Vidler A simple prospecting idea which usually pays off is simply re-connecting with those who you have spent time with, but did not do any business with. I am talking about “prospects” from 6 months ago…or 12 months ago. There are always people we are seeing who are potentially great customers, but […]

Demonstrate Value And Prospects Will Choose You

by Tony Vidler Smart advisers today make sure they are demonstrating their value to prospects. Having a prospect who is interested enough to hear what you have to offer has always been a necessary step on the path to getting a client, and it obviously remains so today. However, who the prospect decides […]

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